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Salary: USD 273,000 - 341,000 / annual
Cloudflare is seeking a Customer Solution Strategy Lead to serve as a strategic technical advisor for 1–5 of the company's highest-value enterprise accounts. This role bridges the gap between commercial relationships (owned by Client Directors) and pre-sales technical delivery (owned by Customer Engineers), acting as the single thread connecting high-level strategy to flawless execution.
You will take a deeply consultative approach to map each customer's entire technical ecosystem and drive enterprise-wide transformation across the customer lifecycle. While not a hands-on engineering role, you will possess the technical acumen to proactively steer complex engagements and step in decisively when needed.
Key responsibilities include:
**Platform Adoption Roadmapping**: Develop account-specific adoption plans across three platform domains—App Modernization (legacy-to-edge migrations using Workers, R2, D1, Durable Objects), Developer Platform (new application development on Cloudflare's compute and storage), and AI (Workers AI, Vectorize, AI Gateway for inference at the edge). Map customer workloads to Cloudflare capabilities and define sequencing and milestones.
**Cross-Functional Coordination**: Coordinate Solutions Engineers, Customer Success, and Product resources against adoption milestones. Run account team operating rhythm and ensure internal alignment on customer priorities.
**Technical Executive Relationships**: Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision-makers on platform strategy while Client Directors retain procurement and CFO relationships.
**Expansion Development**: Identify and qualify platform expansion opportunities, then hand off to Client Directors when commercial-ready. You build the case; they close the deal.
**Voice of Customer to Product**: Bring strategic customer requirements into Product roadmap discussions and provide quarterly briefings on adoption patterns, blockers, and feature needs.
Success is measured by platform adoption metrics (products per account, developer platform adoption, AI adoption), revenue influence (expansion pipeline value, Net Revenue Retention on strategic accounts), and product feedback (requirements submitted, adoption blockers resolved).
To customers, you will be positioned as an expert and trusted advisor—a peer to their architects and technical leads—focused on platform adoption and business outcomes rather than transactions.
**Requirements:**
- 10+ years of experience in Customer Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment
- 7+ years of deployment experience in a similar role or technical leadership role
- Exceptional communication skills with the ability to influence C-level executives and internal product leads simultaneously
- Previous experience as a Customer Engineer leader, consultant, or technical marketing engineer building, architecting, or deploying security solutions
- Strong understanding of AI, security challenges, and applicability to enterprise landscape
- Proven track record using AI to help drive revenue
- Strong knowledge of Security Architecture, Design, and Operations
- Working knowledge of the broader threat landscape and ability to distill technology trends and explain complex behaviors in simple terms
- Proven experience working with customers and partners in successful design and deployment of solutions
- Ability to juggle and successfully drive projects with customers, prospects, and partners
- Experience with cloud computing solutions implementations (Microsoft 365, Azure, Google, AWS)
- Natural obsession with "How it works" and "How it could be better"; driven to discover architectural truth behind customer challenges
- Comfortable in high-pressure, ambiguous environments with bias for action
